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How can you negotiate better contracts in hospitality management?

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Negotiating contracts is a vital skill for hospitality managers, as it can affect the quality, cost, and profitability of your services. Whether you are dealing with suppliers, vendors, clients, or partners, you need to know how to communicate your needs, expectations, and value proposition effectively and persuasively. In this article, you will learn some tips and strategies to negotiate better contracts in hospitality management and achieve win-win outcomes.

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1 Know your goals and priorities

Before you enter any negotiation, you need to have a clear idea of what you want to achieve and what you are willing to compromise on. Think about your budget, timeline, quality standards, and performance indicators, and rank them according to their importance. This will help you focus on the key issues and avoid getting distracted by minor details. You should also research the other party's goals and priorities, and try to understand their perspective and interests. This will help you anticipate their needs and concerns, and find common ground.

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Peter Ricci

Hospitality & Tourism Management Director @ Florida Atlantic University |Hospitality Industry Veteran
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Contracts are at the "essence" of everything we do - between guest checking in and hotel, between catering sales and client, between lighting/design company and convention center and so on. You should strive for a "win win" scenario where both sides meet in the middle to have the best outcome - whether that be pricing, length of term, labor costs, or product costs. It's not about "taking down the enemy;" rather, it's about becoming partners to do more great things ahead. The #1 item that I see lacking in contracts is DETAIL. Be down to the minute, down the case good, down to the specific person, and so on. Be prepared for all scenarios and have them in the contract without the need for multiple addendums. And, remember, a "win win."

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Andreas Meletiou

Hospitality Consultant, Human Resources, Training, Security
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Set your limits or deal breakers up-front and be fair and just. Keep in mind the long term relationship. In other words, look at the forest, not the tree.

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Mark Younadam
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Every negotiation has an underlying power dynamic. Recognize where you stand in that spectrum. Are you the dominant party because of your brand's reputation, or is the other party holding a unique resource you desperately need? Accepting where you stand doesn't mean submitting to the other party's terms, but instead navigating the negotiation smartly. If you're in a position of less power, emphasize long-term benefits, shared successes, or bring other values to the table. In hospitality, where relationships often matter more than immediate gains, understanding and maneuvering through these dynamics can pave the way for lasting partnerships and fruitful deals.

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Amer B.

PMI-PBA. Hospitality, Operational Planning, Strategic Partnerships. Tourism Opens Minds SDG' 2030
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Crafting superior agreements involves a nuanced approach. Start by intimately comprehending your hotel's distinctive requirements and goals, fortified by comprehensive market analysis and cultivating valuable relationships. Develop a negotiation strategy that prioritizes value over mere cost-cutting and integrates innovative tactics to secure beneficial terms. Pay particular attention to performance metrics and risk management, and remain flexible when circumstances dictate. Leveraging legal expertise, meticulous documentation, and a collaborative ethos, strive to achieve agreements that not only safeguard your interests but also foster long-lasting partnerships in the dynamic realm of hospitality management.

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jamal alrjuob

Executive chef.RHG
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Here, the correct focus must be placed on the company's society, reviews and outputs according to the evaluation that appeared in your mind and aspiration to the goals

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2 Prepare and practice

Negotiation is not something you can improvise on the spot. You need to prepare and practice beforehand, and have a plan of action. Prepare a list of questions, arguments, and counterarguments that you can use during the negotiation, and rehearse them with a colleague or a friend. You should also prepare some alternatives and backup options in case the negotiation reaches a deadlock or an impasse. Practice your body language, tone of voice, and facial expressions, and make sure they convey confidence, professionalism, and respect.

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Dee Aria Gorra

Founder and Team Leader of Adimelali Bali
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For me while handling a negotiation, especially in hospitality business. One important things other than a win win. Its all about an attitude, a hospitality attitude we must keep and have. Smile is one of the basic of it. ??

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3 Build rapport and trust

Negotiation is not only about exchanging offers and demands, but also about building rapport and trust with the other party. You want to establish a positive and cooperative relationship, and show that you are interested in their needs and concerns. You can do this by using active listening, empathy, and humor, and by finding common interests and values. You should also avoid being aggressive, defensive, or manipulative, and instead be honest, transparent, and courteous. By building rapport and trust, you can create a more conducive environment for negotiation and increase the chances of reaching a mutually beneficial agreement.

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4 Be flexible and creative

Negotiation is not a zero-sum game, where one party wins and the other loses. It is a collaborative process, where both parties can achieve their goals and satisfy their interests. To do this, you need to be flexible and creative, and look for ways to expand the pie and create value for both sides. You can do this by exploring different options, scenarios, and trade-offs, and by finding areas where you can make concessions or offer incentives. You should also be open to feedback, suggestions, and criticism, and be willing to adapt and adjust your position if necessary.

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5 Close the deal and follow up

The final step of negotiation is to close the deal and follow up. You need to summarize the main points and terms of the agreement, and confirm that both parties understand and accept them. You should also express your appreciation and gratitude for the other party's cooperation and collaboration, and celebrate the successful outcome. You should then document the agreement in writing, and sign it with the other party. You should also follow up with the other party regularly, and monitor the implementation and performance of the contract. You should also provide feedback, support, and recognition, and maintain a good relationship for future negotiations.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Andreas Meletiou

Hospitality Consultant, Human Resources, Training, Security
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Above all, act as a Hotelier not as a Lawyer. Don’t let you legal assistance drive the conversation, nor the deal. Legal assistance is needed to direct you to the right course. Shaping and concluding the deal, is you business…

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Adrian Francois

前OTA酒店折扣网络首席执行官和创始人 ‖ C-套房全球企业拓展执行官 ‖ 酒店、旅游和技术 ‖ 首席运营官 ‖ SVP和VP 全球销售
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I had the personal experience in Nikki Brach Hotels and Resorts to create shows with DJS in the hotel and promote the shows worldwide. This was very successful and we sold out the hotels mixing entertainment with hospitality management

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How can you negotiate better contracts in hospitality management?

1

2

3

4

5

6

1 Know your goals and priorities

2 Prepare and practice

3 Build rapport and trust

4 Be flexible and creative

5 Close the deal and follow up

6 Here’s what else to consider

Hospitality Management

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How can you negotiate better contracts in hospitality management?

1

2

3

4

5

6

1 Know your goals and priorities

2 Prepare and practice

3 Build rapport and trust

4 Be flexible and creative

5 Close the deal and follow up

6 Here’s what else to consider

Hospitality Management

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